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We look for warmth in every person we meet. From the moment we lay eyes on a stranger, we search for signs of friend or foe. But warmth is about far more than first impressions. It’s the critical lubricant for our social interactions that makes cooperation and trust possible. So what is it?

Warmth is more than smiling or being nice to others. It is the feeling you get when you recognize shared interests and concerns, or when you sense you are on the same team as someone else. Depending on the context and the culture, there are lots of different ways that people express warmth.

This is particularly true in professional settings. Renu Rayasam of the BBC interviewed KNP Managing Partner Matt Kohut for this piece about warmth in the workplace.

Almost everybody struggles with nerves and anxiety when facing high-stakes moments, whether it’s delivering a toast at a wedding, pitching a new idea to a potential backer, or interviewing for a job. This piece by Patti Smith about her bout of stage fright while singing at the Nobel Prize ceremony in Stockholm is an honest and beautiful reminder of what it means to be human in front of others.

When we started thinking in depth about strength and warmth several years ago, one of the new horizons at the time was figuring out how people project these qualities work through social media. This collaboration with our friends at M+R Strategic Services took the conversation to a new level. We’d love to hear your thoughts about it.

One of the keys to being a more effective communicator is understanding how other people judge your character. The two qualities that shape those judgments are strength and warmth. This was the premise that Matt Kohut and John Neffinger explored in depth in Compelling People: The Hidden Qualities That Make Us Influential. Now Matt has summed it up in a TEDx talk delivered in Boston in November 2015.

KNP founding partners Matt Kohut and John Neffinger co-authored “Connect, Then Lead,” which was the cover story of the July-August 2013 issue of Harvard Business Review, with Professor Amy Cuddy of Harvard Business School. This article offers an overview of the strength and warmth framework that is the basis for Matt and John’s book Compelling People.